Jory Sullivan – How Culture Drives Sales Volume

Introduction to Jory Sullivan: A Door-to-Door Sales Legend

Sam Taggart kicks off another episode of the D2D Podcast, this time from sunny Orlando, Florida, with the one and only Jory Sullivan. If you’re in the door-to-door sales world, Jory Sullivan is a name you need to know. Here’s why:

• Over 400 self-generated solar deals
• Managed 65+ megawatts of solar projects
• Leader of one of the top divisions at Legacy Power
• Runs multiple successful franchises

Jory’s expertise in sales, leadership, and culture-building has made him a sought-after speaker at D2DCon.

Jory’s Journey: From Humble Beginnings to Sales Giant

How It All Began

Jory’s door-to-door journey started unexpectedly. In 2007, a chance encounter on a train changed his life. A stranger told him about the potential to earn $10,000 in one summer doing door-to-door sales. Despite having no experience, Jory took the leap.

• First Year Earnings (2008): $19,000
• Transition to Solar: Made his first solar sale in September 2015 and has been hooked ever since.

The Growth of Legacy Power

When Jory joined Legacy in 2015, the company was doing 10-15 deals a day. Today, Legacy is hitting 100+ deals daily, a testament to the scaling culture and teamwork.

The Power of Culture in Sales

Jory attributes much of his success to building a strong, scalable culture. Here’s how he does it:

The 10/80/10 Principle

Jory rejects the outdated 80/20 rule in favor of a 10/80/10 approach:

• Top 10%: High performers who need little guidance.
• Middle 80%: Reps who thrive on motivation, competitions, and recognition.
• Bottom 10%: Those needing extra support or accountability to move up.

“If you can move more of the middle 80% into the top 10%, you’ll see massive growth.”

High Energy and Intentional Leadership

Jory emphasizes the importance of energy in leadership:

• Start Meetings Strong: Bring energy and enthusiasm to every correlation.
• Be a Positive Influence: Help reps overcome personal struggles by creating an uplifting environment.

“When you walk into a meeting, you’re putting on a performance. Your energy sets the tone.”

Systems for Culture and Retention

• Sales Competitions: Create excitement with rewards like hats or gear that build team pride.
• One-on-One Meetings: Weekly check-ins with managers to address needs and challenges.
• Clear Cultural Standards: Establish non-negotiables like avoiding negativity and taking full accountability.

Mastering the Close: ABC of Closing Principles

Incorporating insights from the “ABC of Closing,” Jory ensures his team excels in every step of the sales process. Key takeaways include:

• Always Be Closing: Reinforce confidence by setting clear objectives for every interaction.
• Ask the Right Questions: Use strategic questioning to uncover customer pain points.
• Overcome Objections Effectively: Jory’s team applies frameworks like Feel/Felt/Found and Isolate/Identify/Overcome (IIO) to handle objections.

“Closing isn’t the end of a sale; it’s the start of a lasting customer relationship.”

Mindset Mastery: Operating in Chaos

Jory thrives on pushing his limits physically and mentally. Inspired by David Goggins and insights from “Eat What You Kill,” he adopts a carnivore mindset to stay resilient.

• Mental Grit: Challenges like running a 30k on a treadmill or completing 52 miles in a single day help him build resilience.
• Carnivore Mentality: Focuses on self-reliance and hunting for success, teaching his team to “eat what they kill.”

“It allows me to operate calm in chaos. When you push through physical and mental pain, you’re better equipped to handle challenges in business.”

Daily Routines for Sales Success

A Perfect Day for a Solar Sales Rep

1. Morning Prep (6 AM):
   • Workout, affirmations, and meditation.
   • Clear your mind and prepare to tackle the day.
2. Family Time:
   • Spend quality time with kids or family to start the day positively.
3. Quiet Time (9-10 AM):
   • Clean up your business: Follow up with leads, progress accounts, and ask for referrals.
4. Field Time (12 PM Onwards):
   • Hit the doors with consistency, like a postman delivering daily.
   • Focus on becoming the “mayor” of your neighborhood.
5. Stay Local:
   • Avoid changing territories frequently. Build familiarity and trust in one area for higher referral rates and callbacks.

Goal Achievement Framework for Teams

Inspired by the “Achievement Framework,” Jory implements structured systems to align team goals with company objectives:

• Set Clear KPIs: Break down team goals into daily and weekly targets.
• Regular Feedback Loops: Weekly check-ins ensure alignment and address challenges.
• Track Progress: Use data-driven dashboards to celebrate wins and identify gaps.

“When your team understands their goals and sees their progress, they’re more motivated to succeed.”

Dealing with Slumps: How Jory Motivates Reps

Even the best reps hit slumps. Jory’s approach to motivating struggling reps includes:

1. Positive Affirmations:
   • “You are amazing. You’re here for a reason. You’ve done hard things before, and you can do it again.”
2. State Changes:
   • Help them reset their energy with a pump-up session or even a hug if needed.
3. Lead by Example:
   • Knock doors with them or give them a deal to reignite their confidence.
4. Love and Support:
   • Show genuine care and remind them of their potential.

“Sometimes all a rep needs is a little encouragement to bounce back stronger.”

Jory’s Advice for Leaders

Jory’s secret to scaling teams and retaining talent is simple: Give More.

• Share margins generously to incentivize growth.
• Invest time in mentoring reps and helping them succeed.

“Don’t be selfish. When you lead with love and abundance, your team will thrive.”

Conclusion: Be the Next Rudy

Jory’s journey is proof that success in sales is about persistence, grit, and heart. Whether you’re just starting or managing a massive team, the principles of culture and leadership remain the same.

“If you’re not winning today, you could be the next Rudy story. Stay the course, and greatness will come.”